Meeting Title: Partnerships Check-In Date: 2025-07-07 Meeting participants: Uttam Kumaran, Robert Tseng, Hannah Wang
WEBVTT
1 00:00:11.550 ⇒ 00:00:12.580 Robert Tseng: Hello!
2 00:00:15.410 ⇒ 00:00:16.290 Uttam Kumaran: Yeah.
3 00:00:18.230 ⇒ 00:00:19.480 Uttam Kumaran: Hold on one. Sec.
4 00:00:21.630 ⇒ 00:00:22.500 Uttam Kumaran: What? Up.
5 00:00:24.440 ⇒ 00:00:25.470 Robert Tseng: Happy. Monday.
6 00:00:27.780 ⇒ 00:00:29.129 Uttam Kumaran: Happy Monday.
7 00:00:31.160 ⇒ 00:00:32.479 Uttam Kumaran: How’s the weekend.
8 00:00:33.550 ⇒ 00:00:38.889 Robert Tseng: Second was good in this. In this show we just stayed. We just stayed in New York. Yeah.
9 00:00:39.570 ⇒ 00:00:44.099 Robert Tseng: July 4th was actually great. Like I feel like the city was empty.
10 00:00:44.580 ⇒ 00:00:45.989 Uttam Kumaran: Oh, really. Yeah.
11 00:00:45.990 ⇒ 00:00:50.599 Robert Tseng: Everyone goes out. Yeah, it’s the emptiest I’ve ever seen. Like, I,
12 00:00:51.160 ⇒ 00:00:58.319 Robert Tseng: yeah, like, I just city bike. And all the way down, like hung out on like one of the piers.
13 00:00:58.960 ⇒ 00:01:07.649 Robert Tseng: It was, yeah, it was just my buddies. And I were just like some spike ball. And yeah, like, it’s just like no one there. We had, like the whole pier to ourselves. It was great.
14 00:01:07.650 ⇒ 00:01:12.320 Uttam Kumaran: Did you go? You see fireworks? I don’t think I’ve ever been there for July 4, th so.
15 00:01:12.320 ⇒ 00:01:19.390 Robert Tseng: Yeah. Yeah. Went to like someone’s rooftop for fireworks. I mean, some buildings obstructed the view. But.
16 00:01:19.590 ⇒ 00:01:26.270 Uttam Kumaran: Yeah. So I mean, it was actually the longest fireworks show I’ve ever seen. It was. It lasted like 45 min. It was insane.
17 00:01:28.060 ⇒ 00:01:31.930 Robert Tseng: Yeah, that was that was good.
18 00:01:32.590 ⇒ 00:01:33.340 Uttam Kumaran: Sick.
19 00:01:33.790 ⇒ 00:01:41.849 Robert Tseng: The weather weather’s been really good here. I mean, it’s gonna rain for the rest of the week, I think. But yeah, I got all got a lot of sun past the.
20 00:01:41.850 ⇒ 00:01:42.270 Uttam Kumaran: Okay.
21 00:01:42.270 ⇒ 00:01:43.540 Robert Tseng: Or pop over the weekend.
22 00:01:43.930 ⇒ 00:01:45.800 Robert Tseng: How was how was New Hampshire.
23 00:01:46.220 ⇒ 00:01:48.699 Uttam Kumaran: It’s good, it was good. It’s just.
24 00:01:48.700 ⇒ 00:01:50.000 Robert Tseng: Fly out of last night.
25 00:01:50.600 ⇒ 00:01:53.520 Uttam Kumaran: I flew out of Boston, but I had to go through Philly.
26 00:01:53.790 ⇒ 00:01:58.969 Uttam Kumaran: And then the Boston flight. Yeah, we’re just like sitting on the runway for like an hour.
27 00:01:59.130 ⇒ 00:02:04.159 Uttam Kumaran: and then I mean, I’ve just been. I’ve sort of dealt with this, so I quickly go to see like.
28 00:02:04.280 ⇒ 00:02:10.939 Uttam Kumaran: So what are my paths out out of here like. But it. The problem is, it’s kind of a later late ish flight like 4 o’clock.
29 00:02:11.673 ⇒ 00:02:19.019 Uttam Kumaran: So after like 9 o’clock, it’s tough like it’s tough to get a direct to Austin. So you have to go through Dallas or Houston.
30 00:02:19.220 ⇒ 00:02:21.790 Uttam Kumaran: and there were any like clear paths. So I’m like.
31 00:02:23.050 ⇒ 00:02:35.310 Uttam Kumaran: I like this to just suck, but it is what it is, I guess. Let’s see. And then but it they actually, I think, just flew a bit faster and got us to the airport, and it was okay. So.
32 00:02:36.020 ⇒ 00:02:36.680 Robert Tseng: Nice.
33 00:02:36.680 ⇒ 00:02:37.579 Uttam Kumaran: Yeah, so.
34 00:02:37.580 ⇒ 00:02:39.169 Robert Tseng: Did you have to run to the gate.
35 00:02:39.660 ⇒ 00:02:43.280 Uttam Kumaran: No, it was actually fine. They, I think they just like
36 00:02:43.400 ⇒ 00:02:47.759 Uttam Kumaran: completely botch the estimates. So it was actually not like, too bad.
37 00:02:48.510 ⇒ 00:02:48.860 Uttam Kumaran: Okay.
38 00:02:49.850 ⇒ 00:02:50.680 Robert Tseng: That’s good.
39 00:02:50.680 ⇒ 00:02:56.920 Uttam Kumaran: I just think that they have a lot of traffic. Both those days, like both the flights were were delayed, were delayed on their way out.
40 00:02:56.920 ⇒ 00:03:01.830 Robert Tseng: Yeah, I’m sure coming out of a long weekend like that, like.
41 00:03:01.830 ⇒ 00:03:02.809 Uttam Kumaran: It is. Yeah.
42 00:03:02.810 ⇒ 00:03:03.460 Robert Tseng: Yeah.
43 00:03:04.430 ⇒ 00:03:05.000 Uttam Kumaran: Yeah.
44 00:03:08.230 ⇒ 00:03:13.189 Uttam Kumaran: so yeah, that was good. It was just like a. It was nice to get a break for a bit.
45 00:03:16.020 ⇒ 00:03:17.500 Uttam Kumaran: And then, yeah, I saw a lot of like
46 00:03:17.610 ⇒ 00:03:21.200 Uttam Kumaran: get to see a lot of friends that that weekend. So yeah.
47 00:03:21.200 ⇒ 00:03:21.910 Robert Tseng: Dice.
48 00:03:26.570 ⇒ 00:03:28.000 Uttam Kumaran: How’s your 4th payment.
49 00:03:30.783 ⇒ 00:03:36.109 Hannah Wang: I was just inside with dog. I’m I’m dog sitting so.
50 00:03:36.728 ⇒ 00:03:46.269 Hannah Wang: Dog sitting that golden I was here for like a couple of months ago, but I just didn’t want to go outside, because I think she would have freaked out.
51 00:03:46.270 ⇒ 00:03:48.150 Uttam Kumaran: Oh, yeah. Yeah. True. True.
52 00:03:48.150 ⇒ 00:03:57.740 Hannah Wang: Yeah, but it got pretty noisy here. I fireworks are not illegal in this neighborhood. So everyone was doing a bunch of stuff.
53 00:03:57.740 ⇒ 00:03:58.210 Uttam Kumaran: Okay.
54 00:03:58.470 ⇒ 00:04:04.250 Hannah Wang: Like sparklers and actual fireworks. So it sounded like a war zone a little bit.
55 00:04:04.440 ⇒ 00:04:05.000 Uttam Kumaran: Okay.
56 00:04:05.220 ⇒ 00:04:05.860 Uttam Kumaran: Okay.
57 00:04:05.860 ⇒ 00:04:07.240 Hannah Wang: Yeah, just the.
58 00:04:07.240 ⇒ 00:04:11.160 Robert Tseng: Yeah, la, la takes their fireworks seriously, I remember.
59 00:04:12.090 ⇒ 00:04:18.010 Robert Tseng: Yeah, even if you want to sleep early and you hear stuff going off to like 2 or 3 in the morning.
60 00:04:18.360 ⇒ 00:04:24.090 Robert Tseng: Yeah. But in New York it was like silent. After 10. I didn’t hear another firework. It’s crazy.
61 00:04:25.390 ⇒ 00:04:26.120 Robert Tseng: Yeah.
62 00:04:26.860 ⇒ 00:04:28.899 Uttam Kumaran: Dude Dan is calling me Bro.
63 00:04:29.820 ⇒ 00:04:30.690 Robert Tseng: What?
64 00:04:31.910 ⇒ 00:04:33.010 Uttam Kumaran: They call you.
65 00:04:35.360 ⇒ 00:04:36.000 Robert Tseng: Hello!
66 00:04:37.130 ⇒ 00:04:43.630 Uttam Kumaran: He’s not I. I’m not available to talk so it’s all going through you, because I I kind of feel like he’s trying to do something.
67 00:04:44.120 ⇒ 00:04:47.940 Robert Tseng: Yeah, why does it? Why does he keep like, Wow.
68 00:04:47.940 ⇒ 00:04:49.980 Uttam Kumaran: Because he met me. He thinks he has an edge.
69 00:04:50.890 ⇒ 00:04:58.609 Robert Tseng: Yeah, okay, yeah. I I think he texted us. I didn’t read. I didn’t read it. But I mean.
70 00:04:58.760 ⇒ 00:05:01.529 Robert Tseng: maybe we should. This is a partnerships call. It’s relevant.
71 00:05:01.530 ⇒ 00:05:04.179 Uttam Kumaran: Let’s get we’ll get. We’ll get to. So I kind of had a couple
72 00:05:04.660 ⇒ 00:05:10.120 Uttam Kumaran: I wanted to go through. Let me just like briefly put together like.
73 00:05:10.280 ⇒ 00:05:15.539 Uttam Kumaran: I mean, we do have this partnership strategy
74 00:05:15.810 ⇒ 00:05:19.590 Uttam Kumaran: thing from a while ago. So I kind of maybe want to use
75 00:05:19.860 ⇒ 00:05:24.860 Uttam Kumaran: like we could use this as like kind of the hub for like notes for this meeting.
76 00:05:25.714 ⇒ 00:05:26.929 Uttam Kumaran: And then start to.
77 00:05:27.555 ⇒ 00:05:28.180 Robert Tseng: Yeah.
78 00:05:28.830 ⇒ 00:05:30.988 Uttam Kumaran: Start to fill this out.
79 00:05:32.140 ⇒ 00:05:37.350 Uttam Kumaran: so maybe I’m just gonna kind of keep some brief notes here at at the bottom.
80 00:05:38.973 ⇒ 00:05:41.200 Uttam Kumaran: Partnerships weekly.
81 00:05:49.260 ⇒ 00:05:51.430 Uttam Kumaran: so a couple of topics, I’m just.
82 00:05:51.800 ⇒ 00:05:53.890 Uttam Kumaran: And I’m looking through our notes.
83 00:05:54.686 ⇒ 00:05:58.023 Uttam Kumaran: So one is is gonna be like
84 00:05:59.200 ⇒ 00:06:05.910 Uttam Kumaran: agreeing on partners to focus on for Q, 3.
85 00:06:07.162 ⇒ 00:06:11.699 Uttam Kumaran: What does focusing on main
86 00:06:12.718 ⇒ 00:06:18.399 Uttam Kumaran: and then wanted to talk through the A Lisma agreement.
87 00:06:20.050 ⇒ 00:06:34.019 Uttam Kumaran: Wanted to talk through a few referral details, which is gonna be like
88 00:06:34.740 ⇒ 00:06:38.180 Uttam Kumaran: basically getting them like a partner kit.
89 00:06:38.430 ⇒ 00:06:48.370 Uttam Kumaran: also getting them like potential like basically comp, and then also, we have sort of this like
90 00:06:48.690 ⇒ 00:06:53.360 Uttam Kumaran: design partner question.
91 00:06:53.790 ⇒ 00:06:55.559 Uttam Kumaran: So that’s that.
92 00:06:57.770 ⇒ 00:06:59.370 Uttam Kumaran: And then.
93 00:06:59.370 ⇒ 00:07:06.509 Hannah Wang: Could we talk about contextual, too? I don’t know if you’re able to make the meeting. I don’t know if you saw the messages, but
94 00:07:06.640 ⇒ 00:07:09.800 Hannah Wang: I need more context.
95 00:07:10.590 ⇒ 00:07:12.689 Uttam Kumaran: Well, when’s the meeting like later this week, or something?
96 00:07:12.690 ⇒ 00:07:13.320 Robert Tseng: Wednesday, right.
97 00:07:13.750 ⇒ 00:07:17.860 Hannah Wang: Wednesday at 2 Pacific time.
98 00:07:18.480 ⇒ 00:07:19.460 Uttam Kumaran: Yeah, that’s fine.
99 00:07:22.070 ⇒ 00:07:24.620 Uttam Kumaran: Yeah. As long as I’m free, just put it, I’ll just put it on.
100 00:07:25.080 ⇒ 00:07:25.860 Hannah Wang: Okay.
101 00:07:29.960 ⇒ 00:07:34.729 Uttam Kumaran: But sales related is fine. And then let’s talk. Yeah, the contextual.
102 00:07:34.900 ⇒ 00:07:38.409 Uttam Kumaran: And let me just look through the partnerships channel. If there’s anything else.
103 00:07:47.210 ⇒ 00:07:53.129 Uttam Kumaran: Okay? So oh, yeah. So we want to talk through
104 00:07:54.250 ⇒ 00:07:57.640 Uttam Kumaran: input to email, I want to get that out.
105 00:08:05.370 ⇒ 00:08:12.773 Uttam Kumaran: okay, so let’s just talk about maybe this 1st item. So
106 00:08:14.510 ⇒ 00:08:23.880 Uttam Kumaran: and I’m just gonna copy this. This is sort of the list that I discussed with Hannah on which is
107 00:08:24.530 ⇒ 00:08:28.460 Uttam Kumaran: the partners to currently focus on for this quarter.
108 00:08:29.048 ⇒ 00:08:32.510 Uttam Kumaran: I don’t think we have a
109 00:08:34.169 ⇒ 00:08:37.610 Uttam Kumaran: Basically, the the reason for this selection was
110 00:08:37.850 ⇒ 00:08:43.620 Uttam Kumaran: because real has sent us a lead before superposition. We have this sort of new offering with
111 00:08:44.973 ⇒ 00:08:52.060 Uttam Kumaran: Mega talisma are both like agency partners, and then these 2 are sort of like vendor partners.
112 00:08:54.230 ⇒ 00:09:14.870 Uttam Kumaran: but we can totally change this. I think we should have some sort of criteria for like focusing. And what is like, we can. As we go through the quarter, we can understand, like what is successful. I also just think we don’t have like too much bandwidth to go after to go, for, like many more than these.
113 00:09:15.849 ⇒ 00:09:24.019 Uttam Kumaran: so signing an agreement can be different than like focusing on a partner. Specifically right? So I wonder if
114 00:09:24.820 ⇒ 00:09:26.620 Uttam Kumaran: we should adjust these.
115 00:09:26.770 ⇒ 00:09:31.919 Uttam Kumaran: And what does what is like focusing on for the quarter mean? And I know we have
116 00:09:32.260 ⇒ 00:09:36.549 Uttam Kumaran: some of our goals, so we can look at that, you know, in context here.
117 00:09:37.402 ⇒ 00:09:45.210 Uttam Kumaran: But maybe I’ll Robert, if you have any thoughts on that, and then they can go.
118 00:09:45.700 ⇒ 00:09:50.290 Robert Tseng: Yeah, I agree to like, kind of have a short list of partners to
119 00:09:50.500 ⇒ 00:09:55.920 Robert Tseng: be more fact, I mean to me focusing on like a few things like making sure that we have a weekly
120 00:09:56.680 ⇒ 00:10:05.970 Robert Tseng: like we’re we have like a weekly touch point. And so we’re not necessarily hopping on calls. But like we’re moving, moving something along like there’s a clear path to action.
121 00:10:06.600 ⇒ 00:10:25.409 Robert Tseng: so whether we’re like hosting the event with them, or we’re like trying to co-sell with them. Or like, Yeah, I think something where there’s like a clear, like active engagement that requires, like, you know, someone on our on our team to be organized and like, kind of, I guess that’s for Hannah, like helping with the follow ups.
122 00:10:26.035 ⇒ 00:10:27.609 Robert Tseng: You know others.
123 00:10:27.790 ⇒ 00:10:30.340 Robert Tseng: And yeah, so I think that’s
124 00:10:30.910 ⇒ 00:10:36.670 Robert Tseng: that. That to me, is what it like focusing on a partner is. But I think also
125 00:10:37.370 ⇒ 00:10:44.340 Robert Tseng: yes, like, we want to see something come of it within over the course of a quarter. But there are maybe like
126 00:10:44.882 ⇒ 00:10:51.809 Robert Tseng: kind of objections as well, or like something where? You know, maybe the partnership doesn’t
127 00:10:52.140 ⇒ 00:10:55.470 Robert Tseng: kind of go south for whatever reason. And we can, we can like
128 00:10:55.580 ⇒ 00:10:59.154 Robert Tseng: we decide to pivot like is basically what I’m trying to say, like,
129 00:11:01.000 ⇒ 00:11:07.979 Robert Tseng: like, I don’t know like people ghost us all the time. So like if they’re like, if they’re dragging their feet like, then we just
130 00:11:08.220 ⇒ 00:11:27.894 Robert Tseng: kind of we have a you know, in our weekly check in. We’ll catch it and be like, All right. Let’s just move on, and we’ll just like pull another one up from the list like you said, we’re gonna continue to engage with new people here and there. So I think agreements will still be signed. Maybe other like lower priority partners, they may come out of the blue and give us an opportunity or something
131 00:11:28.450 ⇒ 00:11:30.769 Robert Tseng: so like, for example.
132 00:11:31.823 ⇒ 00:11:58.816 Robert Tseng: like with corral kind of came back out. You didn’t actually specifically asked to bring on corral again. So I’m kind of hopping on a call with them after this one. And we’re gonna just try to get them to sign a deal. We’re gonna get 20% of that of that kind of revenue back to us. And that’s just a good way to reopen that conversation again. With with corral. So that’s like one example.
133 00:11:59.930 ⇒ 00:12:03.630 Robert Tseng: yeah. So just kind of. In short, it’s like.
134 00:12:04.000 ⇒ 00:12:16.519 Robert Tseng: yeah, focusing on. There’s some sort of like weekly kind of touch point. There’s like a clear plan of action that we’re kind of like sticking to for each for each of these partners. And then.
135 00:12:16.670 ⇒ 00:12:25.169 Robert Tseng: like we are also. And then there’s there should be some sort of disqualification like method where we’re reviewing the the health of these
136 00:12:25.460 ⇒ 00:12:34.447 Robert Tseng: I kind of. So I guess the the progress in these partnerships. If something is, if it’s stalled out, we don’t have to keep it in there. We could just like pivot. So
137 00:12:35.130 ⇒ 00:12:35.900 Robert Tseng: yeah.
138 00:12:36.230 ⇒ 00:12:41.179 Robert Tseng: And then one more thing I want to say is like, I think, why kind of was
139 00:12:41.240 ⇒ 00:13:06.459 Robert Tseng: babbling, rambling about different things in the slack channel, but even for something like amplitude or or mixed panel, whatever like. Yeah, we may not have, like, found, the right point of contact. But there are ways for us to continue to correct, like, I think this is part of the where we’re designing playbooks to like really engage with our partners. So both of those tools have massive audiences, you know, private slack communities with 10,000 plus people
140 00:13:06.796 ⇒ 00:13:28.700 Robert Tseng: or who seem to be good prospects for for us. Yeah. Like being active in their discord or their slack, or, you know, trying to figure. Or maybe it’s a subreddit. Or you know, I think there’s a lot of different online communities that a lot of our vendor, especially on the vendor partner side where we can get their attention and be.
141 00:13:29.220 ⇒ 00:13:37.995 Robert Tseng: And like, maybe, yeah, just like, kind of network, our way to the right person. If we’re just if we’re just helpful and within their community. So
142 00:13:38.480 ⇒ 00:13:47.619 Robert Tseng: I, I think that’s that was like, kind of that was basically my point on one of my thread on one of the threads in in the partnerships. Slack channel that. Like.
143 00:13:48.640 ⇒ 00:13:53.530 Robert Tseng: yeah, even if we’re disqualifying a lead. Like, I don’t think it’s because.
144 00:13:53.920 ⇒ 00:14:03.350 Robert Tseng: oh, yeah, yeah, I think there’s just there’s different levers that we could pull. And I think this is we. We can. We can talk through what those are. But like, I think we, we can be quite
145 00:14:03.650 ⇒ 00:14:06.220 Robert Tseng: yeah, like we, we should have like a pretty.
146 00:14:07.870 ⇒ 00:14:15.299 Robert Tseng: we should build, build this framework for how we engage with partners, so it doesn’t feel so bespoken. Every in every every one.
147 00:14:16.620 ⇒ 00:14:22.670 Uttam Kumaran: So for so for the criteria, I mean, there’s a couple of examples like potential revenue opportunity.
148 00:14:22.900 ⇒ 00:14:28.020 Uttam Kumaran: Sure, I think, also, like high distribution, volume makes sense, but also there’s like an interest in us
149 00:14:28.250 ⇒ 00:14:33.510 Uttam Kumaran: like, for example, the reason I called Mother Doug and I told the guy point blank. I said, Snowflake is not
150 00:14:33.870 ⇒ 00:14:49.059 Uttam Kumaran: spending time with us, and I’ve tried multiple times to try to get on their radar, both in person, with a couple of people and their criteria. To spend any time with us is really high. And so a company like mother that that’s trying to grow
151 00:14:49.480 ⇒ 00:15:00.629 Uttam Kumaran: like they’re like duty. Once you get 2 Logos like we can start to once you get like once you even sign up one person like we can start to talk deeper. And so they have a need for us
152 00:15:01.420 ⇒ 00:15:08.370 Uttam Kumaran: versus Snowflake. I feel like it’s just in a different stratosphere. So, although they do have the volume, and and they do have this sort of scale.
153 00:15:08.530 ⇒ 00:15:11.719 Uttam Kumaran: They snowflay has no interest in us. Right? So
154 00:15:12.190 ⇒ 00:15:14.460 Uttam Kumaran: that’s sort of one thing I think that’s
155 00:15:15.020 ⇒ 00:15:19.940 Uttam Kumaran: I don’t know. Necessarily, with this 1st one makes sense, but there has to be some sort of like.
156 00:15:20.720 ⇒ 00:15:25.410 Uttam Kumaran: It’s actually gonna result in revenue. If they bring us some deals.
157 00:15:25.510 ⇒ 00:15:31.440 Uttam Kumaran: Second is yes, they have some sort of distribution, and then they have some interest in partnering with us.
158 00:15:32.173 ⇒ 00:15:47.450 Uttam Kumaran: We can also sign partner agreements. But I wanna, I want to consider what like focus means, because I don’t think we have the bandwidth to go after and spend time and nurture much more than these. But I do think that.
159 00:15:47.880 ⇒ 00:15:49.619 Uttam Kumaran: And once we once
160 00:15:49.730 ⇒ 00:15:57.780 Uttam Kumaran: moving these along and finding out which ones will work or not, we should basically time timetable and talk in this meeting about
161 00:15:57.900 ⇒ 00:16:01.769 Uttam Kumaran: whether it’s gonna work out or not, like for superposition, for example.
162 00:16:02.140 ⇒ 00:16:05.590 Uttam Kumaran: that he just has higher distribution, like on in terms of marketing
163 00:16:05.750 ⇒ 00:16:11.299 Uttam Kumaran: right? But the revenue opportunity I’m not sure about, but he does a high interest in partnering with us.
164 00:16:11.410 ⇒ 00:16:12.500 Uttam Kumaran: and so.
165 00:16:12.500 ⇒ 00:16:12.970 Robert Tseng: And.
166 00:16:12.970 ⇒ 00:16:18.890 Uttam Kumaran: We can collaborate on a lot. And the cost to us is really just our time.
167 00:16:19.520 ⇒ 00:16:23.429 Uttam Kumaran: For amplitude, like I think they check every single box
168 00:16:23.690 ⇒ 00:16:29.849 Uttam Kumaran: for mixed panel. I think when I talked to the guy was the head of partnerships, he just was mainly like.
169 00:16:30.630 ⇒ 00:16:31.660 Robert Tseng: Go to Charles.
170 00:16:32.100 ⇒ 00:16:33.200 Uttam Kumaran: Yeah.
171 00:16:34.142 ⇒ 00:16:43.030 Uttam Kumaran: he was mainly, I think he they I think that business is just sucking for them, or something like he’s like dude. I’m slammed like I can show the play the video game. But I think he was just like.
172 00:16:43.650 ⇒ 00:16:50.479 Uttam Kumaran: but but again, it’s not that we can’t go. Turn that into a good one. It’s just that we have a couple of others we’re focusing on right? So.
173 00:16:50.480 ⇒ 00:16:51.420 Robert Tseng: Yeah. Totally. Oh, yeah.
174 00:16:51.420 ⇒ 00:16:57.280 Uttam Kumaran: So that’s so. That’s a conversation I think we can. We can have here. We can also have more passive.
175 00:16:57.420 ⇒ 00:17:06.060 Uttam Kumaran: broader partnership related things for anybody that’s a partner, right? So there’s focusing on, and then probably what I’ll call
176 00:17:07.170 ⇒ 00:17:07.890 Uttam Kumaran: like
177 00:17:10.190 ⇒ 00:17:25.679 Robert Tseng: Like nurturing where we’re just like, you know, we have updates new things like, Hey, here’s a new case study. Here’s like a new client thing, or whatever like. We thought of you, because, like those those types of things, I I feel like that’s something that we could tap Sid to do. You know.
178 00:17:25.680 ⇒ 00:17:36.039 Uttam Kumaran: Yeah. So I think a monthly like Newsletter is super easy, like new Logos on our side. It could be like new capabilities.
179 00:17:36.340 ⇒ 00:17:43.300 Uttam Kumaran: It could be like new marketing opportunities.
180 00:17:45.860 ⇒ 00:17:55.810 Uttam Kumaran: right? And that’s something that’s purely passive. We just get these guys on an email list and just rip it right. So I do think that everyone who who is a partner should receive that.
181 00:17:56.010 ⇒ 00:18:02.560 Uttam Kumaran: But we’re really gonna go spend time with the people that I know. It’s gonna be a good win win on for us.
182 00:18:02.780 ⇒ 00:18:08.039 Uttam Kumaran: right? And but we should be able to churn these guys out like we should dedicate them versus like.
183 00:18:08.140 ⇒ 00:18:30.319 Uttam Kumaran: okay, they’re kind of going for 6 months. In a month’s time we should engage sign. Try to go after a lead, and if it doesn’t work we can get out right? And and that’s what we should we should try to do. Treat, treat the momentum similarly to lead like contextual. For example, there, I think they’re just very slammed with business, right? But and if we’re just the loudest
184 00:18:30.450 ⇒ 00:18:34.730 Uttam Kumaran: partner implementation partner of theirs, I think we’ll get some deals.
185 00:18:35.447 ⇒ 00:18:41.280 Uttam Kumaran: And so I think there’s gonna be a lot of examples of that in the sort of mid market
186 00:18:42.415 ⇒ 00:18:47.070 Uttam Kumaran: software versus an amplitude or snowflake, they’re just so big
187 00:18:47.240 ⇒ 00:18:59.410 Uttam Kumaran: that, like they’re deciding whether they want to do it themselves, or they want to go outside. Or we may be competing with bigger person people. But each of these is like gonna we have to have some creative solutions around. So it’s gonna be tough to take
188 00:18:59.860 ⇒ 00:19:05.810 Uttam Kumaran: on more than this. So my, I think my suggestion is we
189 00:19:06.730 ⇒ 00:19:11.630 Uttam Kumaran: go with these. I think probably we will find out
190 00:19:12.600 ⇒ 00:19:17.342 Uttam Kumaran: which one of these is. Gonna be a dud, or 1 1 or 2 of these gonna be a dud
191 00:19:17.930 ⇒ 00:19:21.489 Uttam Kumaran: because we already have it a long established relationship with Real.
192 00:19:21.630 ⇒ 00:19:25.960 Uttam Kumaran: I’m not sure, like I want to try a couple of new things.
193 00:19:26.970 ⇒ 00:19:31.449 Uttam Kumaran: Right? Which is one gonna be like
194 00:19:32.370 ⇒ 00:19:38.180 Uttam Kumaran: like we just have to share basically like sharing lead list, right sharing lead lists.
195 00:19:40.150 ⇒ 00:19:42.260 Uttam Kumaran: Sharing active clients
196 00:19:42.450 ⇒ 00:19:48.540 Uttam Kumaran: that’s gonna have to be one sort of motion, finding some way to sell their product into our partners.
197 00:19:50.130 ⇒ 00:19:52.640 Uttam Kumaran: And so I think for each of these
198 00:19:53.120 ⇒ 00:20:00.920 Uttam Kumaran: we can talk through and tackle like, what are the next? What are the next steps? And and Hannah? We can start the ticket basically ticket out, though
199 00:20:01.320 ⇒ 00:20:04.039 Uttam Kumaran: the individual tasks for each of these.
200 00:20:06.030 ⇒ 00:20:12.940 Uttam Kumaran: but I I feel comfortable going after these. I mean, I can try to pull up. What else is in our
201 00:20:15.290 ⇒ 00:20:18.210 Uttam Kumaran: I don’t think there’s any others that I’m like super committed to.
202 00:20:24.620 ⇒ 00:20:29.600 Uttam Kumaran: Yeah.
203 00:20:31.180 ⇒ 00:20:40.810 Uttam Kumaran: like there is another round of folks. We can go after. But I feel pretty good with this like, and I also think this gives us kind of a breath of types of partners.
204 00:20:40.810 ⇒ 00:20:41.390 Robert Tseng: Yeah.
205 00:20:41.706 ⇒ 00:20:47.830 Uttam Kumaran: Like. If I was to kind of break this down, which is like, do 3 partners.
206 00:20:48.160 ⇒ 00:20:54.610 Uttam Kumaran: This like this would be like vendors right?
207 00:20:55.495 ⇒ 00:20:58.919 Uttam Kumaran: These would be like agencies.
208 00:21:04.460 ⇒ 00:21:12.600 Uttam Kumaran: And then these 2 are also vendors. The only probably other suggestion we could also do is we could have a couple of like referral partners.
209 00:21:12.850 ⇒ 00:21:19.809 Uttam Kumaran: Basically, these are people that I would describe as like just mad, connected, and can easily
210 00:21:20.000 ⇒ 00:21:21.970 Uttam Kumaran: just make intros for us.
211 00:21:23.082 ⇒ 00:21:24.850 Robert Tseng: Yeah, for this. Like.
212 00:21:25.240 ⇒ 00:21:28.439 Uttam Kumaran: I. I do think that there’s probably an opportunity with both
213 00:21:28.900 ⇒ 00:21:31.489 Uttam Kumaran: Jody and like Brian, pay. And
214 00:21:32.170 ⇒ 00:21:34.300 Uttam Kumaran: like, we can consider just this split.
215 00:21:34.500 ⇒ 00:21:50.769 Uttam Kumaran: These guys will require a lot less in terms of like active nurturing, but will probably require more in terms of materials from us. Right? So the but the reason we went through this, the process of creating partnership sort of variance is because each of these care about a different thing.
216 00:21:50.950 ⇒ 00:21:55.499 Uttam Kumaran: These guys want to make money on top of us, or beside us or below us.
217 00:21:56.333 ⇒ 00:22:09.596 Uttam Kumaran: The vendors want us to sell them, and the referrals just want to make intros. They don’t do any work right, and they want to be confident those intros will clear, and that they can make some money sort of passively.
218 00:22:10.140 ⇒ 00:22:14.320 Uttam Kumaran: I think out of these 3 we have several others that if these don’t work we can.
219 00:22:14.770 ⇒ 00:22:22.820 Uttam Kumaran: we can split on and probably if we want to narrow it down even further. We could ditch
220 00:22:23.450 ⇒ 00:22:28.089 Uttam Kumaran: mother duck, because there’s nothing signed yet, and like I feel like it may take another month,
221 00:22:29.830 ⇒ 00:22:33.169 Uttam Kumaran: or ditch real, for now just given.
222 00:22:34.230 ⇒ 00:22:36.650 Uttam Kumaran: Yeah, I mean, I have a good in into them. But
223 00:22:37.100 ⇒ 00:22:39.260 Uttam Kumaran: I don’t know. I don’t feel like the deals are. Gonna be that big.
224 00:22:41.100 ⇒ 00:23:04.010 Robert Tseng: Yeah, I think we should also think, consider like level office. I know we have different partner types that we’ve already talked through or like I don’t know. They’re not featured here, but I do think even those categories we’ve thought through before on what benefits they would get from working with us. So maybe, like, yeah. So I mean, vendors, pretty self explanatory. I mean that one. I think those are pretty high touch. It’s like, there’s a lot of. Yeah. So let’s say.
225 00:23:04.800 ⇒ 00:23:33.930 Robert Tseng: I mean, yeah, like on amplitude. There’s like multiple fronts, right? There’s like we already have. They’re one of their head. We talked to their head of partnerships, their solutions person. They have their slack community. I’m gonna go to Denver. I’m gonna I’m gonna meet up with Saish. Who’s who’s the guy I was supposed to interview? But he he’s the top contributor in the amplitude community. So like, I’m just like trying to like, get all of these like friends of amplitude to just like be able to keep mentioning. You know, brain brain forge, like, I think there’s just. It’s a pretty high touch
226 00:23:33.930 ⇒ 00:23:41.900 Robert Tseng: way to like get onto the radar of these vendors. I do think that generally the trend in the industry is that vendors are not
227 00:23:42.000 ⇒ 00:23:45.380 Robert Tseng: creating their own professional services teams anymore.
228 00:23:45.869 ⇒ 00:23:52.510 Robert Tseng: I, I think it’s it’s clearly not worth the margin for them to do that kind of work.
229 00:23:53.050 ⇒ 00:24:02.349 Robert Tseng: and yeah. So like, amplitude scrap their post. Serve program. And you know, sort of mixed panel like, even like segmented as well. So I I do think that they’re
230 00:24:02.480 ⇒ 00:24:09.360 Robert Tseng: for these older or like, I don’t know if they’re older. But yeah, for a lot of these tech vendors like they they do need.
231 00:24:09.780 ⇒ 00:24:15.810 Robert Tseng: And they do want people. They do want like teams like ours. So
232 00:24:15.990 ⇒ 00:24:20.300 Robert Tseng: yeah, I mean, I guess that my my point is is just that
233 00:24:21.260 ⇒ 00:24:27.305 Robert Tseng: I mean, yeah. But if that that whole there’s like a lot that we could say or do about that, you know.
234 00:24:28.840 ⇒ 00:24:30.959 Robert Tseng: yeah. And then on the
235 00:24:34.490 ⇒ 00:24:38.159 Robert Tseng: yeah, on the agency side. I think that seems a bit
236 00:24:39.160 ⇒ 00:24:44.070 Robert Tseng: less high touch. It’s just like kind of making enough noise for like.
237 00:24:45.860 ⇒ 00:25:07.039 Robert Tseng: yeah, we’re just doing some co-marketing stuff with them. If they’re bigger than us, they’ll pass us leads. If they’re smaller than us, then we’re gonna bring them onto a deal. If we’re like kind of ears or kind of operating adjacently. We’re gonna like, construct some stuff together. So I think, that one is not that one doesn’t seem very hard to like. Kind of keep. Keep up
238 00:25:07.721 ⇒ 00:25:20.589 Robert Tseng: same with the referral side. So I think, like even these different tiers of partners, like the level of effort from our team from from us is is gonna vary and just kinda have to think about like, you know.
239 00:25:21.290 ⇒ 00:25:23.830 Robert Tseng: I I don’t know if we can.
240 00:25:24.380 ⇒ 00:25:31.480 Robert Tseng: Id, I mean ideally to me. We would be pushing on all partner channels and just like trying to.
241 00:25:32.258 ⇒ 00:25:46.069 Uttam Kumaran: Because it’s b 2 b for these guys. I don’t worry about pounding them, especially if we are, we have opportunities for them and a minimum. We have opportunity to do co marketing like there are things we can do every week.
242 00:25:47.340 ⇒ 00:25:47.790 Robert Tseng: Yeah.
243 00:25:48.390 ⇒ 00:25:49.510 Uttam Kumaran: So.
244 00:25:50.010 ⇒ 00:25:54.930 Uttam Kumaran: and I do think it’s helpful for us to treat them like leads where there has to be momentum.
245 00:25:55.060 ⇒ 00:25:58.974 Uttam Kumaran: So I mean, I would say, like, then, let’s
246 00:26:02.170 ⇒ 00:26:05.279 Uttam Kumaran: Yeah, I don’t. I just think like out of all these.
247 00:26:05.680 ⇒ 00:26:08.010 Uttam Kumaran: I think rail has to go, because
248 00:26:08.780 ⇒ 00:26:13.879 Uttam Kumaran: I think they’re the smallest. Yes, we may have a really good relationship with them, but
249 00:26:14.100 ⇒ 00:26:27.860 Uttam Kumaran: I think their deals are a lot smaller. I could, I mean, I could. Still, I continue to nurture like I talked to him every month or so. But yeah, I don’t know. I don’t think their reach. I don’t think it’s worth this crew doing more than that unless we see it work
250 00:26:27.990 ⇒ 00:26:37.249 Uttam Kumaran: like, I think probably it’s best. The reason I want to propose mother Duck is, their audience is quite big on Linkedin
251 00:26:38.100 ⇒ 00:26:40.359 Uttam Kumaran: and their product is pretty good
252 00:26:42.080 ⇒ 00:26:45.379 Uttam Kumaran: and like in the data warehouse stack.
253 00:26:45.980 ⇒ 00:26:51.740 Uttam Kumaran: I think there, we could just start working with them versus working with Snowflake like, I don’t think it totally matters
254 00:26:52.940 ⇒ 00:26:58.200 Uttam Kumaran: but like, I don’t know, I’m not like 100% certain yet they’re gonna send us stuff.
255 00:26:58.920 ⇒ 00:27:00.540 Robert Tseng: And like what this is.
256 00:27:05.540 ⇒ 00:27:08.980 Uttam Kumaran: Like. I don’t. I don’t. I want there to be like a couple of these are bets.
257 00:27:11.192 ⇒ 00:27:13.370 Uttam Kumaran: And a couple of these are
258 00:27:14.240 ⇒ 00:27:25.910 Uttam Kumaran: locks like, for example, Jody and Brian. If we make them a good deal and hound them to make intros, they’re both gonna make intros. We just need to give them everything about us.
259 00:27:26.180 ⇒ 00:27:29.269 Uttam Kumaran: Put together a referral kit, and they’ll make intros.
260 00:27:30.341 ⇒ 00:27:33.350 Uttam Kumaran: Contextual mother duck and amplitude.
261 00:27:33.520 ⇒ 00:27:38.179 Uttam Kumaran: Not 100% sure yet. But amplitude will be the number one focus out of all the vendors.
262 00:27:38.490 ⇒ 00:27:41.059 Uttam Kumaran: It’s the highest odds and the most opportunity.
263 00:27:41.060 ⇒ 00:27:41.580 Robert Tseng: O’clock.
264 00:27:49.830 ⇒ 00:27:57.158 Uttam Kumaran: Because, like, let’s say, next month, we’re like, cool. Whatever we want to swap this out cool. Let’s go focus on next panel. Let’s go focus on
265 00:27:57.580 ⇒ 00:27:59.810 Uttam Kumaran: let’s go find like a Vc firm.
266 00:28:00.990 ⇒ 00:28:03.079 Uttam Kumaran: Let’s go after another vendor.
267 00:28:03.876 ⇒ 00:28:10.660 Uttam Kumaran: We could talk to default like I can just have. I could talk to. We will have all their data, but I could talk to Caitlin to make it like
268 00:28:10.780 ⇒ 00:28:19.466 Uttam Kumaran: but it that I think those just all take time to do, and the cycles on these are gonna be longer. So. But I but I do think we want to talk about
269 00:28:20.640 ⇒ 00:28:25.220 Uttam Kumaran: even in like, what is the health of partners like?
270 00:28:26.130 ⇒ 00:28:33.470 Uttam Kumaran: We do have this initiative, which is close. One partner, source lead per month.
271 00:28:33.950 ⇒ 00:28:38.060 Uttam Kumaran: I do think that is like a pretty strong
272 00:28:40.000 ⇒ 00:28:46.279 Uttam Kumaran: initiative. I think the health of partners we want to look at is like we basically want to look at like number of intros made.
273 00:28:46.770 ⇒ 00:28:51.510 Uttam Kumaran: We also want to look at like co-marketing activities.
274 00:28:52.120 ⇒ 00:28:54.909 Uttam Kumaran: and then we want some sort, some probably some.
275 00:28:55.590 ⇒ 00:29:02.060 Uttam Kumaran: I mean. I think those are probably best like, I don’t think we need to do, and then we could have something more qualitative like.
276 00:29:04.610 ⇒ 00:29:11.039 Uttam Kumaran: Do they seem interested, like yes or no, but I think the top 2 should speak for themselves.
277 00:29:15.400 ⇒ 00:29:18.550 Uttam Kumaran: And then we can just go through this every week for the folks that we’re focusing on
278 00:29:20.360 ⇒ 00:29:26.639 Uttam Kumaran: right. And like, ideally, we wanna make sure that these aren’t blocked by us, you know.
279 00:29:28.020 ⇒ 00:29:28.640 Robert Tseng: Yeah.
280 00:29:33.960 ⇒ 00:29:40.840 Uttam Kumaran: Okay, cool, alright. Anything else we want to.
281 00:29:41.560 ⇒ 00:29:45.500 Uttam Kumaran: Yeah, I guess anything else we want to talk to talk through on this list.
282 00:29:46.000 ⇒ 00:29:47.169 Uttam Kumaran: I guess I see you’re making.
283 00:29:47.170 ⇒ 00:29:53.960 Robert Tseng: So I just like kind of added a couple of things to that. Yeah, just run it like
284 00:29:55.000 ⇒ 00:30:04.960 Robert Tseng: I’m just putting names to things. So I mean, obviously, we can’t all focus on different like we, we’re gonna there’s a mutual supporting kind of net around all of these things. But the way I see it. Like.
285 00:30:05.090 ⇒ 00:30:12.747 Robert Tseng: yeah, referrals, advisors. So just like the individuals that like our friends in the business, or like, you know?
286 00:30:14.210 ⇒ 00:30:18.340 Robert Tseng: yeah, I guess it’s kind of I mean we I can I can
287 00:30:18.650 ⇒ 00:30:34.270 Robert Tseng: I? I kind of view it as like, maybe, Tom, it’s your your domain to kind of figure out, what exactly do these people need to feel comfortable to like, make intros for us? And like, that’s that’s like your kind of like challenge to crack there. I mean, obviously, yeah. And I think that’s
288 00:30:34.370 ⇒ 00:30:48.430 Robert Tseng: that’s that. And then for me, like, I’m since I’m already doing this on the sales side, like platforms, kind of thinking about what channels are actually already working for us and bringing in new pipeline. I think the gig gig radar up. We upwork is, and the hey reach Linkedin stuff.
289 00:30:48.480 ⇒ 00:31:13.620 Robert Tseng: obvious ones. And so I, rather than me, kind of focusing on going into build like kind of unlocking new channels. I want to just double down on the distribution that does work, and to just keep growing those and so like, I, I mean, I just kind of selected that because I think this is very closely tied to kind of like from the from a sales Ops perspective, like how I’m going to continue to
290 00:31:13.770 ⇒ 00:31:33.670 Robert Tseng: build consistent pipeline is by obviously maximizing the channel that already working, whereas, like the stuff that Hannah is under Hannah, like vendors agencies. Yes, we may have made the intro. But these are all bets, like none of these are really set in stone like these are all like things that are more exploratory. They require. Like, you know, various
291 00:31:33.890 ⇒ 00:31:35.600 Robert Tseng: kinds of, you know.
292 00:31:36.168 ⇒ 00:31:41.081 Robert Tseng: Yeah, we we don’t exactly know what the playbook is to be able to activate these partners.
293 00:31:41.560 ⇒ 00:31:42.110 Uttam Kumaran: I think.
294 00:31:42.110 ⇒ 00:31:57.660 Robert Tseng: This is the highest potential, but it’s also kind of like. We don’t know if these really will work and we will continue to churn or cycle through different ones, as we kind of test different playbooks to get unlock them. But I think maybe this is the better. I mean, just like a way to just assign
295 00:31:57.890 ⇒ 00:31:59.645 Robert Tseng: kind of like
296 00:32:00.590 ⇒ 00:32:21.089 Robert Tseng: this accountability for things. Knowing that like Hannah, the stuff that’s assigned to you like, it’s not very clear, like, none of us know exactly how we’re gonna activate these. We have ideas. But it’s kind of hope, like, you know, with you dedicating a part of your time to like kind of like learning how to engage with these
297 00:32:21.460 ⇒ 00:32:31.794 Robert Tseng: seems like we have, we can share context things. We’ve tried things you would want to try. But I think that’s maybe that’s more of like. That’s the harder challenge for you to crack
298 00:32:32.200 ⇒ 00:32:35.519 Robert Tseng: anyway. So I just thought it’d be helpful to break it out this way.
299 00:32:36.950 ⇒ 00:32:43.470 Uttam Kumaran: So then on, on like, I guess my question would be. Then we’re then let’s consider this like
300 00:32:44.520 ⇒ 00:32:46.570 Uttam Kumaran: we just review all part like
301 00:32:46.670 ⇒ 00:32:49.299 Uttam Kumaran: all channels. Then right? Like basically.
302 00:32:49.500 ⇒ 00:32:52.739 Uttam Kumaran: like all, not all non organic channels.
303 00:32:55.420 ⇒ 00:33:01.079 Robert Tseng: Yeah, I mean, I don’t consider it a channel until like there’s actually something.
304 00:33:01.880 ⇒ 00:33:04.569 Robert Tseng: Let’s come through it. I guess.
305 00:33:04.570 ⇒ 00:33:06.809 Uttam Kumaran: Gig right now for gig, radar, and hayreach.
306 00:33:07.290 ⇒ 00:33:12.160 Robert Tseng: Yeah, like, yes, I we could. We could call it like.
307 00:33:14.250 ⇒ 00:33:17.702 Uttam Kumaran: It’s semantics. But I guess my point is that it’s not like
308 00:33:19.140 ⇒ 00:33:25.050 Uttam Kumaran: affecting those. It means like tweaking. Yeah. I mean, there are activities to be done. But
309 00:33:25.470 ⇒ 00:33:31.440 Uttam Kumaran: it’s just it’s like, it’s not emails back and forth, or like dealing with humans. There, right it is. It is.
310 00:33:31.440 ⇒ 00:33:32.280 Robert Tseng: It’s like.
311 00:33:32.470 ⇒ 00:33:47.920 Robert Tseng: maybe it’s like, Hey, gig radar you brought us, you know. We went from 0 to a hundred KA month, or whatever. And and you know, it was thanks to your platform like, Do do something with us. Like, kind of yeah, like, there, there could be co-marketing there.
312 00:33:49.710 ⇒ 00:33:56.269 Robert Tseng: yeah. Or it’s like, Hey, like, this isn’t working like, maybe you give us some advice on like, how we can fine tune
313 00:33:57.057 ⇒ 00:34:00.570 Robert Tseng: our campaigns. Yeah.
314 00:34:00.970 ⇒ 00:34:05.140 Uttam Kumaran: Meaning. It’s because for these we’re not going to necessarily like.
315 00:34:06.720 ⇒ 00:34:10.280 Uttam Kumaran: we’re not gonna necessarily have, like I can’t, for example.
316 00:34:10.712 ⇒ 00:34:24.169 Uttam Kumaran: for Jodi and Brian like there’s not really going to be a campaign, but for like an agency, for example, I may call David and say, Hey, like we wanna, we wanna set up something where we both go after Vc firms together.
317 00:34:24.980 ⇒ 00:34:31.629 Uttam Kumaran: There’s a campaign output out of that right? And for these there we have campaigns, running all the time.
318 00:34:35.909 ⇒ 00:34:44.697 Robert Tseng: But like, actually, I mean, just like looking at our current book of business, you know, default and fan steak both came from referrals from you, your friends and
319 00:34:45.329 ⇒ 00:34:49.359 Robert Tseng: you know whether we like it or not. Like that’s that’s the that’s what they give a good chunk of.
320 00:34:49.360 ⇒ 00:34:53.839 Uttam Kumaran: No, it’s legitimate and suggest, we’re planning legit. Yeah, we’re trying to shift.
321 00:34:55.639 ⇒ 00:35:06.220 Uttam Kumaran: But also, like I will say, some of those came from, I would probably attribute some of that to like Linkedin or to some of the marketing stuff we’ve done, or the Webinars. We’ve done, because.
322 00:35:06.840 ⇒ 00:35:11.259 Uttam Kumaran: like Caitlin only remembered as we did a webinar with her 6 months ago. Right? So
323 00:35:11.660 ⇒ 00:35:19.230 Uttam Kumaran: I think there’s like, partly it’s like the attribution. Partly it is that like we’re trying to shift from stuff that seems mostly like
324 00:35:19.340 ⇒ 00:35:26.109 Uttam Kumaran: it’s just a friend to stuff that’s like either friend plus or completely plus right like.
325 00:35:26.110 ⇒ 00:35:26.570 Robert Tseng: Yeah.
326 00:35:26.570 ⇒ 00:35:36.520 Uttam Kumaran: You know what I mean like these are friends who I’ve asked to send us business before, but unless we get our shit together and like, put give them like enough, and like constantly hit them up
327 00:35:36.910 ⇒ 00:35:47.340 Uttam Kumaran: that I wouldn’t attribute to like Ref. I would say, like, we induce the referral. Yes, like, maybe I’m the relationship. But like, that’s part of that that goes to our like, our structured referral program
328 00:35:47.870 ⇒ 00:35:49.179 Uttam Kumaran: that gets the credit.
329 00:35:50.530 ⇒ 00:35:51.290 Robert Tseng: Sir.
330 00:35:51.290 ⇒ 00:35:56.569 Uttam Kumaran: Yeah, versus like a random, because some of these are just like people like, yeah, I just like.
331 00:35:57.460 ⇒ 00:36:02.899 Uttam Kumaran: just met like a while ago, I don’t know there wasn’t. We didn’t nurture. We didn’t do any of the activities to get them.
332 00:36:03.920 ⇒ 00:36:04.650 Robert Tseng: Yeah.
333 00:36:04.650 ⇒ 00:36:04.990 Uttam Kumaran: Yeah.
334 00:36:05.550 ⇒ 00:36:26.260 Robert Tseng: Well, that’s why I’m saying they could. There could be more of a science to it than that, you know, if agencies like a healthy agency gets to a point where, you know, really, 50% of their business comes from referrals. It’s repeat business like, or their clients that are referring. So like, I think this is, maybe you know Jody and Brian, maybe not representative of like what this referral pool is. This also means like
335 00:36:26.260 ⇒ 00:36:33.210 Robert Tseng: the only reason, I only think, yeah, I only think the reason it’s only these 2 is because I want to see how many of these we can.
336 00:36:33.550 ⇒ 00:36:38.330 Uttam Kumaran: We can run at a time like if if we get to the if we get to next month. And I’m like.
337 00:36:38.650 ⇒ 00:36:46.790 Uttam Kumaran: Oh, there’s like 4 other people, we should add to this distro list and all it is all it takes to keep these, get these guys going, is putting them in an email list.
338 00:36:47.210 ⇒ 00:36:51.300 Uttam Kumaran: I have a count of people that I’m like, just open up your Rolodex.
339 00:36:52.480 ⇒ 00:36:54.010 Uttam Kumaran: Let’s go, you know.
340 00:36:55.000 ⇒ 00:36:55.620 Robert Tseng: Yeah.
341 00:36:56.920 ⇒ 00:37:02.970 Uttam Kumaran: So it’s like partly figuring out like what the active pressure on each of these takes from us.
342 00:37:03.640 ⇒ 00:37:04.150 Uttam Kumaran: Yeah.
343 00:37:04.910 ⇒ 00:37:10.230 Robert Tseng: And then that’s what I’m saying. Like, I think I assigned this based off of like, well, yeah, like I,
344 00:37:11.450 ⇒ 00:37:20.779 Robert Tseng: the I have not gotten any referral business from people in my network. I think that’s just, you know, that’s just how it is. But I have been able to get hold like.
345 00:37:20.780 ⇒ 00:37:21.110 Robert Tseng: yeah. So
346 00:37:21.110 ⇒ 00:37:29.790 Robert Tseng: leads on random channels, like, whatever reason, over the past few years, that’s what’s worked for me. But you’ve been able to do this. And so like, I think we can.
347 00:37:30.040 ⇒ 00:37:39.499 Robert Tseng: Yeah, try to just lean into that more on, like, where where we have been able to bring in business and like to make. Yeah, just to just to codify that codify that better.
348 00:37:40.109 ⇒ 00:37:41.589 Robert Tseng: Yeah, I agree that
349 00:37:41.860 ⇒ 00:37:47.800 Robert Tseng: I think, even like manufacturing luck, or whatever is is part of the strategy like we don’t.
350 00:37:47.800 ⇒ 00:37:48.500 Uttam Kumaran: Yeah, yeah.
351 00:37:48.500 ⇒ 00:38:01.170 Robert Tseng: It’s not necessarily methodical. And all this nurturing. And you know some people, just you leave a good 1st impression, and they come back to you 6 months later, like, that’s totally valid, and maybe we can, you know, kind of deconstruct a bit like
352 00:38:01.560 ⇒ 00:38:13.239 Robert Tseng: what it is. They remembered us about us. Maybe they were just like Utah, just sound like a really smart dude. And that’s like, whenever we get like a warm intro, we just gotta make sure that so
353 00:38:15.500 ⇒ 00:38:17.780 Robert Tseng: like whatever like that that could literally be it.
354 00:38:17.780 ⇒ 00:38:31.239 Uttam Kumaran: But that. But that is the but that is the strategy, right? Because that was just me, maybe just being friendly. That was, that’s not a strategy. I’m not being put up to that, and we’re not counting how many of those I’m doing
355 00:38:31.350 ⇒ 00:38:34.230 Uttam Kumaran: right. And so it ebbs and flows with like
356 00:38:34.720 ⇒ 00:38:37.360 Uttam Kumaran: how social I am. That’s not like good enough.
357 00:38:38.470 ⇒ 00:38:45.080 Uttam Kumaran: you know. Okay, so let’s start with this for for the referral. There’s a couple of others we can.
358 00:38:45.230 ⇒ 00:38:51.610 Uttam Kumaran: We can certainly could certainly talk through but I think this is fair
359 00:38:52.009 ⇒ 00:38:53.609 Uttam Kumaran: and let’s see how it goes. I think
360 00:38:54.080 ⇒ 00:38:55.880 Uttam Kumaran: what I’m gonna do is
361 00:38:57.260 ⇒ 00:39:06.420 Uttam Kumaran: I know we’re not like 100% set on like, where to track this stuff, but I think it’ll be pretty easy to just have this in a quick spreadsheet to track
362 00:39:07.610 ⇒ 00:39:13.760 Uttam Kumaran: like did like, did we reach out to them like, how did we do activities this week? And then we just talk through that each week.
363 00:39:14.798 ⇒ 00:39:18.339 Uttam Kumaran: Create that somewhere, and then we can go from there.
364 00:39:19.850 ⇒ 00:39:21.430 Uttam Kumaran: So I think this is good.
365 00:39:21.560 ⇒ 00:39:30.199 Uttam Kumaran: I think we sort of talk through what focusing on means. Oh, so great. Okay.
366 00:39:31.000 ⇒ 00:39:31.950 Robert Tseng: Any questions. Hannah.
367 00:39:32.420 ⇒ 00:39:33.420 Uttam Kumaran: Yeah. Yeah. Go ahead.
368 00:39:33.420 ⇒ 00:39:38.400 Hannah Wang: No, it’s it. I’m just soaking it, and I have no questions so far.
369 00:39:42.480 ⇒ 00:39:48.970 Uttam Kumaran: So basically, what we’ll do is, I think after some time we can either break we can. We can break these out into tickets.
370 00:39:49.200 ⇒ 00:39:51.649 Uttam Kumaran: I think, Hannah, maybe we can work Async on that
371 00:39:52.810 ⇒ 00:39:55.299 Uttam Kumaran: thinking through. Okay, what what does?
372 00:39:55.630 ⇒ 00:40:01.900 Uttam Kumaran: And some of these will just be recurring tickets that we can create. That’s why they’re just tracked. But basically
373 00:40:02.370 ⇒ 00:40:11.479 Uttam Kumaran: also, like, for example, a ticket for amplitude right now is like that, email needs to go out. And then the agreement needs to get signed. And then the event needs to get start getting
374 00:40:11.850 ⇒ 00:40:13.320 Uttam Kumaran: booked and planned.
375 00:40:13.670 ⇒ 00:40:16.780 Uttam Kumaran: And like, there’s probably some recurring weekly tasks.
376 00:40:16.980 ⇒ 00:40:19.510 Uttam Kumaran: So that’s stuff. Yeah.
377 00:40:19.670 ⇒ 00:40:46.180 Hannah Wang: Yeah, I I met up with Rico and Amber last Thursday. And I think they tried to like help create redo the marketing board, so that partners are also like in there. It’s not like fully done yet, but I think they’re gonna help just like organize it, because I think there’s like different parts of marketing that is not reflected right now, and it’s just like a blob right now. So I think Rico could help with that
378 00:40:46.390 ⇒ 00:40:48.130 Hannah Wang: organizationally.
379 00:40:51.161 ⇒ 00:40:52.988 Uttam Kumaran: Oh, yeah, I saw those notes. Okay,
380 00:40:56.000 ⇒ 00:40:59.779 Uttam Kumaran: great. I maybe wanted to talk through.
381 00:41:01.370 ⇒ 00:41:07.189 Uttam Kumaran: So the talisma agreement? Yeah, I have. I have a draft contract
382 00:41:07.470 ⇒ 00:41:18.719 Uttam Kumaran: from legal of like what this partner agreement is. I need to edit it. Basically. Robert, for context, they want to sign an agreement that is like sort of a
383 00:41:19.080 ⇒ 00:41:31.769 Uttam Kumaran: mutual service agreement, where, like, we have some capabilities that we offer, they have some that they offer, and ideally we could start to sell. They’re basically like would be our partner of choice. For, like
384 00:41:32.541 ⇒ 00:41:44.300 Uttam Kumaran: a large app development, AI company, right? So it’s a client for us is like, for example, with pool parts is like, we wanna go all in on this. And we need like Qa people front end back end.
385 00:41:44.300 ⇒ 00:42:03.190 Uttam Kumaran: It’s going to that like that’s not in our world. And I I told them that that you’re you become basic. The language I’m gonna put in there is like, you guys basically become our exclusive partners. For, like the 1st persons we go to, if there is work on our world that turns in that. What this means is that the moment anyone says I want an app developed.
386 00:42:03.210 ⇒ 00:42:05.659 Uttam Kumaran: or I want to build a program.
387 00:42:05.970 ⇒ 00:42:07.970 Uttam Kumaran: whatever people always say to us.
388 00:42:08.080 ⇒ 00:42:24.800 Uttam Kumaran: I’m like, you gotta talk to these guys. They do that for you. These guys also want to bring us in into situations where it’s they they need someone that’s just as nimble as us to go figure out whether there’s juice for a company like that. To go around second is
389 00:42:25.240 ⇒ 00:42:31.878 Uttam Kumaran: like a Us. Company. They’re like, mostly India based. So I think they want someone that’s like, sort of in this market.
390 00:42:32.440 ⇒ 00:42:38.689 Uttam Kumaran: and then they’re really big in the education sector. So I do think that
391 00:42:39.380 ⇒ 00:42:41.330 Uttam Kumaran: it gets us into this sort of like
392 00:42:41.790 ⇒ 00:42:44.689 Uttam Kumaran: market where it’s probably really underserved anyways.
393 00:42:44.830 ⇒ 00:42:53.190 Uttam Kumaran: So I’m gonna try to finish up this agreement. And then, yeah, and I think our goal would be if you could mention, Tim, that we just got the draft back
394 00:42:54.470 ⇒ 00:43:02.219 Uttam Kumaran: right before holidays. So I’m gonna try to get a version out tonight or tomorrow, and then, ideally, we can push the meeting to Thursday.
395 00:43:02.590 ⇒ 00:43:04.059 Hannah Wang: Oh, I already did that.
396 00:43:04.060 ⇒ 00:43:04.510 Uttam Kumaran: Okay. Okay.
397 00:43:04.510 ⇒ 00:43:05.309 Hannah Wang: Removed it.
398 00:43:05.870 ⇒ 00:43:06.990 Uttam Kumaran: So, okay.
399 00:43:12.534 ⇒ 00:43:17.535 Uttam Kumaran: for contextual. Yeah, we could meet whenever I think.
400 00:43:18.680 ⇒ 00:43:21.460 Uttam Kumaran: this kind of goes into the next section, which is like
401 00:43:21.740 ⇒ 00:43:26.580 Uttam Kumaran: for the vendor partners and for the referral partners. We just need like
402 00:43:27.510 ⇒ 00:43:31.139 Uttam Kumaran: kits, for we already have the Pdf
403 00:43:32.295 ⇒ 00:43:35.550 Uttam Kumaran: but I do think we probably need something that’s more
404 00:43:35.700 ⇒ 00:43:40.940 Uttam Kumaran: live that we can constantly update. That probably lives in notion.
405 00:43:41.951 ⇒ 00:43:45.110 Hannah Wang: Sort of similar to the wide promote with us
406 00:43:46.160 ⇒ 00:43:59.189 Uttam Kumaran: It’s sort of like a okay. The moment like, for example, if Jodi goes to make an intro, he’s like, Oh, you guys would be perfect brain forge. He needs to be able to go to one, Doc and get like anything he needs to go sell that thing.
407 00:43:59.910 ⇒ 00:44:04.800 Uttam Kumaran: Right whether it’s the list of videos. We’ve done the the case studies whatever.
408 00:44:05.250 ⇒ 00:44:11.479 Uttam Kumaran: And it’s just like super tight for that. So like, I think we we it’s basically like a why promote with us
409 00:44:12.870 ⇒ 00:44:15.500 Uttam Kumaran: sort of or it’s basically like kind of a more loose
410 00:44:15.650 ⇒ 00:44:29.559 Uttam Kumaran: of the partner Kit, I don’t think those the Kit Pdfs are going to go anywhere. In fact, I think once we get the hang of this, we will go get partners like we will go find the people to partner with and use that to close those deals.
411 00:44:31.220 ⇒ 00:44:41.419 Uttam Kumaran: But I do think people are gonna need something that we can constantly update with our stuff as it comes out. And, for example, like when we send like a newsletter, we can remind everyone, hey.
412 00:44:41.610 ⇒ 00:44:44.310 Uttam Kumaran: feel free to go to our partner, Hub.
413 00:44:44.750 ⇒ 00:44:49.270 Uttam Kumaran: to go find anything you need, basically our decks, or whatever you know.
414 00:44:51.496 ⇒ 00:44:55.760 Uttam Kumaran: So we can. We can sort of ticket that I don’t think it’s necessary for the contextual meeting.
415 00:44:56.265 ⇒ 00:45:00.930 Uttam Kumaran: But I but I do think that people are gonna want some place to go to just get that
416 00:45:01.100 ⇒ 00:45:03.110 Uttam Kumaran: for the contextual meeting.
417 00:45:03.340 ⇒ 00:45:10.180 Uttam Kumaran: The goal is gonna be one. It’s gonna be sharing our demo, sharing the demo we built.
418 00:45:11.310 ⇒ 00:45:14.129 Uttam Kumaran: So for context, Robert, we built a
419 00:45:14.440 ⇒ 00:45:35.059 Uttam Kumaran: we built a demo with contextual on, like a bunch of synthetic legal documents. And it it actually lives in our demo page where it does bounding boxes over like docs. When you search for stuff. It’s pretty neat. It’s like their technology works. And it’s pretty good. So I basically want to show them that we spend time investing in actually building something.
420 00:45:35.240 ⇒ 00:45:36.969 Uttam Kumaran: I want to talk to them about like
421 00:45:37.340 ⇒ 00:45:40.522 Uttam Kumaran: potential leads that they can bring us into
422 00:45:41.470 ⇒ 00:45:48.369 Uttam Kumaran: and just like, see where the conversation goes ideally out of that meeting, we have a path towards what they need to sell us
423 00:45:48.480 ⇒ 00:45:54.190 Uttam Kumaran: and what we need like, okay, are there? Is there one or 2 people on your mind.
424 00:45:54.300 ⇒ 00:45:58.030 Uttam Kumaran: and we can get their name so that we can continue hammering stuff for the next few weeks.
425 00:45:58.270 ⇒ 00:46:02.299 Uttam Kumaran: So if he’s like, okay, we have these 2 people that are sort of in this, like nascent phase.
426 00:46:02.440 ⇒ 00:46:05.600 Uttam Kumaran: they don’t have a great Si program. They just have a lot of demand.
427 00:46:05.750 ⇒ 00:46:11.720 Uttam Kumaran: So if we can get those names. Then we can be like, Hey, make the intro, or what do you need to make the intro basically
428 00:46:12.710 ⇒ 00:46:13.340 Robert Tseng: Yeah.
429 00:46:14.490 ⇒ 00:46:19.269 Uttam Kumaran: So we’ll be driving towards the intros made, you know, first.st
430 00:46:22.240 ⇒ 00:46:24.689 Uttam Kumaran: So for the referral partners.
431 00:46:25.850 ⇒ 00:46:28.979 Uttam Kumaran: yeah, for both of them again, I I think they’re just gonna
432 00:46:29.210 ⇒ 00:46:31.629 Uttam Kumaran: these guys are out of everybody. The
433 00:46:32.520 ⇒ 00:46:36.100 Uttam Kumaran: it’s probably the easiest for them to make an intro.
434 00:46:36.310 ⇒ 00:46:42.880 Uttam Kumaran: But they’re probably like, I would say, like
435 00:46:42.990 ⇒ 00:46:45.579 Uttam Kumaran: they would need it. They just need a lot of handling like
436 00:46:46.490 ⇒ 00:46:51.820 Uttam Kumaran: for for for these sorts of folks it’s sort of passive income, for they make an intro for us. But
437 00:46:52.240 ⇒ 00:46:56.179 Uttam Kumaran: their relationships could be our relationships. Right? So
438 00:46:56.550 ⇒ 00:47:05.680 Uttam Kumaran: I I do think that they, we consider them as like just opportunities for distribution, and so for them. But we have to make it super easy, which is like
439 00:47:05.840 ⇒ 00:47:19.169 Uttam Kumaran: what is like literally a text blurb. You can send what is like a quick email blurb, what is a Linkedin blurb that you can send out? Here’s a couple of links that if you need them you can send out. And we need to think about like, what is
440 00:47:19.530 ⇒ 00:47:27.110 Uttam Kumaran: compensation pre, I mean, pretty common is 10% of the 1st year revenue.
441 00:47:30.100 ⇒ 00:47:35.260 Uttam Kumaran: we could go lower. I don’t. I think both of them. We could probably go lower. I think they would, but they would bite
442 00:47:37.770 ⇒ 00:47:42.020 Uttam Kumaran: I don’t know, Robert, if you have like a hard thought on this.
443 00:47:43.635 ⇒ 00:47:44.200 Uttam Kumaran: Yeah.
444 00:47:44.890 ⇒ 00:47:50.780 Robert Tseng: No, no, I think we’ve always just said 10% 1st year, like, I don’t know. I guess I
445 00:47:51.380 ⇒ 00:47:54.060 Robert Tseng: I’m I’m okay with that. I don’t think anybody.
446 00:47:54.060 ⇒ 00:48:01.538 Uttam Kumaran: I mean, I want 0. I want 0% of fucking anything. I don’t want to give anything away. But I maybe I’ll say,
447 00:48:04.060 ⇒ 00:48:08.349 Uttam Kumaran: Yeah, maybe I’ll maybe I’ll think about maybe for these guys.
448 00:48:08.660 ⇒ 00:48:11.239 Uttam Kumaran: we’ll do it. And then for the next ones we’ll we’ll we’ll trim it
449 00:48:11.741 ⇒ 00:48:16.439 Uttam Kumaran: but again like I wanna make it good for them for them. It is a pretty good deal.
450 00:48:17.564 ⇒ 00:48:23.910 Uttam Kumaran: So I want to figure out that the other thing is, some of these guys are also helpful, just as like
451 00:48:24.240 ⇒ 00:48:29.119 Uttam Kumaran: design partners like both of them, we actually reached out to to help
452 00:48:29.700 ⇒ 00:48:36.060 Uttam Kumaran: with like just our materials and stuff like. And that is actually part of, I think, nurturing the referral partners.
453 00:48:36.430 ⇒ 00:48:52.800 Uttam Kumaran: So it’s it’s basically kind of like co-marketing where we want their feedback on our materials. So then they’re then they realize like, Oh, we’re legit. And then they want to go. Make those intros for us. So, Hannah, that’s a little bit like the side psychology on like, why I want them involved in that process because
454 00:48:53.030 ⇒ 00:49:01.889 Uttam Kumaran: then they’re gonna be. They’re gonna give us feedback. We’ll implement it. And then they’re gonna be like, they’re gonna feel like part of the company without being part of the company. And then they’re gonna be more bought into like
455 00:49:02.450 ⇒ 00:49:07.790 Uttam Kumaran: getting us places and knowing that they actually worked on the thing. And they’re like comfortable sending it.
456 00:49:09.730 ⇒ 00:49:16.560 Uttam Kumaran: I don’t know. I like I don’t know what to I kind of was like. I told him I’d offer them something like if they help us for an hour or 2. But
457 00:49:17.230 ⇒ 00:49:18.779 Uttam Kumaran: like should we just do like?
458 00:49:19.810 ⇒ 00:49:23.609 Uttam Kumaran: Maybe we’ll just offer them like a hundred bucks or like 50 bucks, or I don’t know.
459 00:49:24.090 ⇒ 00:49:29.970 Uttam Kumaran: I feel like, Yeah, I don’t know. Maybe I should ask chat, gpt, but
460 00:49:33.820 ⇒ 00:49:34.779 Uttam Kumaran: I feel like,
461 00:49:41.300 ⇒ 00:49:43.370 Uttam Kumaran: Yeah, let me think about it. Maybe it.
462 00:49:47.540 ⇒ 00:49:53.719 Uttam Kumaran: Maybe I’ll see. Okay, I’ll think about something, but I’ll get them back to something which is like, hey, if you help us with designing stuff. It’s like 50 bucks for me.
463 00:49:54.555 ⇒ 00:49:54.940 Hannah Wang: Here.
464 00:49:55.870 ⇒ 00:50:03.489 Uttam Kumaran: And then cool. So that’s that’s probably the wrap there. So all these I think we can, we can start to have tickets
465 00:50:03.650 ⇒ 00:50:05.879 Uttam Kumaran: on in partnership this week.
466 00:50:06.431 ⇒ 00:50:16.980 Uttam Kumaran: I can help to do those. And then the amplitude email. Yeah, so maybe we can just review this because I think I did say, I’ll share them a roadmap. But I probably just was riffing. I probably didn’t really mean that.
467 00:50:17.997 ⇒ 00:50:23.749 Uttam Kumaran: So let me take a look at what this is
468 00:51:02.320 ⇒ 00:51:03.130 Uttam Kumaran: okay.
469 00:51:05.303 ⇒ 00:51:12.307 Uttam Kumaran: So yeah, we said, great thanks for being thanks for blah blah looping in Hannah.
470 00:51:16.510 ⇒ 00:51:21.770 Uttam Kumaran: I wonder if I can just send them like, Robert, do we have anything around like
471 00:51:23.500 ⇒ 00:51:27.959 Uttam Kumaran: a roadmap, or I can send them instead. I’ll just I can send them an sow
472 00:51:28.300 ⇒ 00:51:30.120 Uttam Kumaran: something with amplitude on it.
473 00:51:33.200 ⇒ 00:51:35.309 Uttam Kumaran: Anything recent with amplitude on it.
474 00:51:36.450 ⇒ 00:51:37.905 Robert Tseng: Yeah, I mean,
475 00:51:41.803 ⇒ 00:51:44.280 Robert Tseng: read me. It’s probably the most recent
476 00:51:58.990 ⇒ 00:52:00.760 Robert Tseng: I can send.
477 00:52:01.100 ⇒ 00:52:07.470 Robert Tseng: Yeah, I can. I can share like a I like I’m thinking about.
478 00:52:08.030 ⇒ 00:52:18.249 Robert Tseng: Read me strategy, Doc, when we can just kind of like strip out some of the stuff. And just if if that’s if that’s like, it’s like, Hey, like, this is basically what we sold to read me. And we were implementing it. Now.
479 00:52:18.560 ⇒ 00:52:20.530 Uttam Kumaran: Okay, okay, so let me send them that.
480 00:52:22.960 ⇒ 00:52:27.169 Uttam Kumaran: So the readme strategy, doc. And then I’m gonna sort of tease that we have a
481 00:52:27.900 ⇒ 00:52:30.720 Uttam Kumaran: because default is on amplitude, and that’s.
482 00:52:30.720 ⇒ 00:52:41.040 Robert Tseng: Yeah. And like you, we can name drop like, nit was like gonna work with us, too. And I mean, like, we’re still talking to them. So like, yeah, there’s like a few other in the pipeline that we’ve already like.
483 00:52:41.450 ⇒ 00:52:49.619 Robert Tseng: yeah, we already have agreements to go and do do stuff with so like. Just let him know that amplitude is an active part of like our of how we sell so.
484 00:52:50.250 ⇒ 00:52:53.085 Uttam Kumaran: So then the goals for this is like one
485 00:52:55.140 ⇒ 00:52:57.130 Uttam Kumaran: I want to get an agreement in place.
486 00:53:03.675 ⇒ 00:53:07.060 Uttam Kumaran: So plus nda
487 00:53:15.106 ⇒ 00:53:19.579 Uttam Kumaran: and then yes, would love to
488 00:53:21.200 ⇒ 00:53:25.640 Robert Tseng: I wanna know what they’re thinking about in terms of like what they consider to be like
489 00:53:26.461 ⇒ 00:53:34.489 Robert Tseng: mid market like older tech like whatever they, whatever segment that they were thinking about.
490 00:53:34.600 ⇒ 00:53:45.009 Robert Tseng: that they thought was located in Denver like, I’m going to be in Denver next week. I’d love to just like figure out like who like who they who they’re thinking of and just I don’t know if they can line up any conversations for me.
491 00:54:05.270 ⇒ 00:54:07.335 Uttam Kumaran: And then, yeah, they what they
492 00:54:09.000 ⇒ 00:54:12.120 Uttam Kumaran: Hannah, these 2 are people on their sales team, I think right.
493 00:54:12.120 ⇒ 00:54:12.635 Hannah Wang: Yeah,
494 00:54:13.150 ⇒ 00:54:16.313 Uttam Kumaran: Okay, yeah, so that I can ask for that
495 00:54:17.720 ⇒ 00:54:20.900 Uttam Kumaran: And then, yeah, we’ll just try to burst this open.
496 00:54:21.010 ⇒ 00:54:21.760 Uttam Kumaran: Oh.
497 00:54:21.760 ⇒ 00:54:22.410 Robert Tseng: Yeah.
498 00:54:23.560 ⇒ 00:54:26.320 Uttam Kumaran: Okay. So I can send this right after this.
499 00:54:26.970 ⇒ 00:54:27.600 Robert Tseng: Okay.
500 00:54:27.780 ⇒ 00:54:28.660 Robert Tseng: Great.
501 00:54:33.570 ⇒ 00:54:34.160 Uttam Kumaran: Okay.
502 00:54:34.160 ⇒ 00:54:38.120 Robert Tseng: Most of them are sf, based, though right like they’re not near us, we can.
503 00:54:38.120 ⇒ 00:54:44.129 Uttam Kumaran: Yeah, they’re in there. One of them is in Walnut Creek or Oakland.
504 00:54:44.431 ⇒ 00:54:49.250 Robert Tseng: Maybe I should have went dead a day in Sf. And just gone to their office.
505 00:54:49.530 ⇒ 00:54:50.430 Robert Tseng: Oh, well.
506 00:54:50.430 ⇒ 00:54:55.059 Uttam Kumaran: Well, we’ll see. Dude. If if this is actually gonna go, then you can just just go and come back.
507 00:54:55.760 ⇒ 00:54:56.410 Robert Tseng: Yeah.
508 00:54:58.500 ⇒ 00:55:01.289 Uttam Kumaran: Okay, so let me send this right after this.
509 00:55:02.120 ⇒ 00:55:07.478 Uttam Kumaran: and then, yeah, we have a couple of tickets. So I’ll just start to sort of mainline stuff into
510 00:55:09.300 ⇒ 00:55:13.919 Uttam Kumaran: until linear. And then next week we can talk about the stuff we pushed
511 00:55:16.110 ⇒ 00:55:18.249 Uttam Kumaran: and yeah, go from there.
512 00:55:21.960 ⇒ 00:55:26.390 Robert Tseng: Cool if you.
513 00:55:26.920 ⇒ 00:55:31.229 Robert Tseng: So I I just got an email back from insomnia. It’s
514 00:55:31.630 ⇒ 00:55:39.050 Robert Tseng: we’re gonna run the 1st month off upwork. I think they just want to do that which is not great. It’s just gonna eat into the
515 00:55:39.620 ⇒ 00:55:50.830 Robert Tseng: whatever we’ll just. We’ll just take that but I think they were fine with doing the 1 1 month, and then we’ll then we’ll reevaluate for the 6 month extension, which I think is fine. The the pace will be slow and
516 00:55:52.200 ⇒ 00:55:55.820 Robert Tseng: well, I’ll we’ll start that next week. So I’ll get that sorted out.
517 00:55:58.560 ⇒ 00:56:05.789 Robert Tseng: yeah, cause we’re basically gonna lose 15% off the top there and then regarding the Dan. The Dan stuff like I just saw his messages. He’s like.
518 00:56:06.230 ⇒ 00:56:07.470 Uttam Kumaran: What do you say?
519 00:56:12.370 ⇒ 00:56:13.217 Robert Tseng: I don’t know.
520 00:56:14.840 ⇒ 00:56:22.011 Robert Tseng: He’s basically like it. Seems like he’s he’s trying. He’s still trying to get the Eden work.
521 00:56:22.530 ⇒ 00:56:30.529 Robert Tseng: I’m not. I didn’t actually read his his comments on the doc. But I’m not. Gonna I’m not gonna call him back because I’m gonna jump in. I have 2 more calls after this
522 00:56:31.020 ⇒ 00:56:33.960 Robert Tseng: I don’t. I don’t know, and.
523 00:56:33.960 ⇒ 00:56:47.939 Uttam Kumaran: This is he emailed us back, he said, are the hourly rate shared your standard hourly rates. I’m in a meeting right now, kicking off. Even with the internal team we are happy to honor that deal. We can still work through your rates and even honor the other rates you propose.
524 00:56:48.300 ⇒ 00:56:52.979 Uttam Kumaran: We just limit the work we can assign due to meeting margins.
525 00:56:54.960 ⇒ 00:56:59.390 Uttam Kumaran: I don’t really do. I don’t know. What is he talking about?
526 00:57:00.670 ⇒ 00:57:05.759 Uttam Kumaran: Are the docs you shared no dude. The doc, the hourly rates we share. You are discounted.
527 00:57:07.150 ⇒ 00:57:12.350 Uttam Kumaran: Yeah. So so one I would tell him. And I’ll just I just stream this into slack for me.
528 00:57:14.640 ⇒ 00:57:21.240 Uttam Kumaran: I mean you send this whenever but one, I would say the rates we shared actually
529 00:57:21.450 ⇒ 00:57:25.150 Uttam Kumaran: discounted to what we typically do
530 00:57:33.900 ⇒ 00:57:37.200 Uttam Kumaran: and see, I don’t know what the like, what he switched on.
531 00:57:45.900 ⇒ 00:57:53.149 Uttam Kumaran: And I’m not trying to fight you on rates. It’s not argument. Yeah, okay, okay. I think he’s fine, I think. Yeah, you I just
532 00:57:55.080 ⇒ 00:58:05.539 Uttam Kumaran: I’m not sure about the even thing I feel like, even if it comes in low, they’re gonna press to go higher. So if that’s not on the table, I think we should be really clear with like.
533 00:58:06.030 ⇒ 00:58:12.660 Uttam Kumaran: I know, you guys can on and honor the 5 K. But next month, if you’re like, we want 10, the following one, we want 15.
534 00:58:13.650 ⇒ 00:58:15.759 Uttam Kumaran: We don’t have budget for that. So
535 00:58:16.070 ⇒ 00:58:19.810 Uttam Kumaran: can we. And also like, can we just like separate these 2 threads like.
536 00:58:19.810 ⇒ 00:58:21.700 Robert Tseng: Yeah, he keeps trying to like.
537 00:58:21.700 ⇒ 00:58:22.330 Uttam Kumaran: Another thing.
538 00:58:22.330 ⇒ 00:58:24.350 Robert Tseng: They’re like sick, annoying.
539 00:58:28.140 ⇒ 00:58:29.229 Uttam Kumaran: And also like I would.
540 00:58:29.230 ⇒ 00:58:36.039 Robert Tseng: I don’t care if he’s kicking off with Eden with his internal team. We didn’t sign anything. Whatever he’s doing is not my problem.
541 00:58:36.040 ⇒ 00:58:37.860 Uttam Kumaran: No, I mean it’s- it’s I just.
542 00:58:37.860 ⇒ 00:58:45.460 Robert Tseng: Ask for you to give me a team. I just want one of your guys to do do some stuff on like segment auditing. I’ll do it myself.
543 00:58:45.460 ⇒ 00:58:54.620 Uttam Kumaran: I appreciate the hustle like I see where I see what he’s trying to do like. He’s trying to press it, whatever. So the rates we shared are discounted. What we typically do for clients.
544 00:58:55.300 ⇒ 00:59:05.179 Uttam Kumaran: you should definitely charge a margin on top. I mean, he should charge a bigger margin on top
545 00:59:10.750 ⇒ 00:59:16.510 Uttam Kumaran: or what we can do is consider discounting based on the circumstance or the volume.
546 00:59:16.990 ⇒ 00:59:19.330 Uttam Kumaran: like on an ad hoc basis, if needed.
547 00:59:34.910 ⇒ 00:59:40.750 Robert Tseng: I think he wants to charge the same rates. I’ve seen his rate card. His rate card is what we put out in front of him.
548 00:59:41.650 ⇒ 00:59:47.239 Robert Tseng: So that’s why he that’s why he that’s why he slashed it down by like 30% or whatever.
549 00:59:51.620 ⇒ 00:59:54.769 Robert Tseng: I don’t think he was expecting that we would be charging more than him.
550 00:59:56.640 ⇒ 01:00:08.580 Uttam Kumaran: I don’t give. I don’t care what he thinks we. Then you should charge more like what we’re not doing segment work like to go find a de crew that could do that sort of stuff like.
551 01:00:08.760 ⇒ 01:00:09.260 Robert Tseng: Yeah.
552 01:00:09.260 ⇒ 01:00:10.190 Uttam Kumaran: And also that’s the.
553 01:00:10.190 ⇒ 01:00:11.410 Robert Tseng: I’m just like trying to.
554 01:00:11.410 ⇒ 01:00:12.030 Uttam Kumaran: No, I get it.
555 01:00:12.775 ⇒ 01:00:13.520 Robert Tseng: Yeah.
556 01:00:14.950 ⇒ 01:00:16.680 Uttam Kumaran: I get it. But then, like.
557 01:00:17.070 ⇒ 01:00:23.570 Uttam Kumaran: I mean, what I’m what I’m willing to do is like if they come with a deal, then we can make a play and consider
558 01:00:23.710 ⇒ 01:00:26.000 Uttam Kumaran: going down, but going away.
559 01:00:26.000 ⇒ 01:00:39.279 Robert Tseng: Which is what I was like. I’m okay with his thing for his rates for one deal, but that’s like, not the norm. So I get it. You want to like price higher, so that we get to the conversation. And we have to discount again. Then, like, we have more leverage there. Okay, yeah, that’s fine.
560 01:00:39.900 ⇒ 01:00:41.660 Uttam Kumaran: So that’s why I can tell him like, look
561 01:00:42.010 ⇒ 01:00:50.429 Uttam Kumaran: if you if they if there’s a deal that hinges on certain things. But I would also tell him that, like he could totally charge a margin on top
562 01:00:50.580 ⇒ 01:00:52.460 Uttam Kumaran: for that type of technical work.
563 01:00:53.060 ⇒ 01:00:55.570 Uttam Kumaran: Anything like I I feel like that’s fine.
564 01:00:59.610 ⇒ 01:01:04.020 Robert Tseng: Alright. Well, I got it up to this other call. Yeah, alright.
565 01:01:05.640 ⇒ 01:01:06.570 Uttam Kumaran: Thanks. Everyone.